Getting to yes with yourself and other worthy opponents by William Ury
This is a review of a recent read billed as a prequel to Getting to Yes the famous negotiation text that focuses on finding solutions of mutual agreement. I liked it because it knitted together other books that have changed my thinking such as the Art of Possibility and texts on non-violent communication. The book is about exploring how much of a negotiation is within your own control including attitudes and behaviours. Most powerful for me were two bits: 1) the reminder that we can find ways to create shared value to overcome scarcity thinking (the win/win/win approach – where are winning for each party and the greater good). For example a union/management dispute might focus on the customers and 2) the exploration about self care through mediation as a path to creating space for empathy for others.
The book is framed around six tenets and largely illustrated with a combination of stories from negotiation in high stakes conflicts and raising a daughter who has required 14 major surgeries. I think it might have been a slightly richer read of you had “Getting to Yes” fresh in your mind but is a stand alone book.
1) Put yourself in your shoes
This is about holding true to what you really need and remembering that only one person is needed to transform a relationship.
2) Think about your best alternative to a negotiated agreement.
This is about making an unconditional commitment to take care of your own needs no matter what other people do. This gives you confidence of an alternate plan and less dependent on others to meet your needs though the alternatives may not be obvious or easy
3) Reframe your picture
This is about seeing the world as a place of safety and saying “yes” to the world the way it is. If you see the world as hostile you will react differently than if you see the world as friendly. With exceptions, we are generally more resilient than we’d imagine and significant events, good or bad will not have a lasting effect on our happiness (whether you lose both legs in an accident or win the lottery, researchers have found that people have the same level of happiness a year later). Most of our losses and worries are overblown. Some conflict is because we think that only another person can make us happy, especially through relinquishing when we have more capacity within our selves for making happiness.
4) Stay in the zone
This is about trying to put ourselves in a place where we can neutralize reactions and access our natural creativity. We want to try to be in a state of relaxed alertness so we can look for the present opportunity – we can see openings if we are in a place to see them.
We are trying to let go of our internal resistance that takes the form of resentments of the past and anxiety about the future. We need to trust the future and have confidence can meet challenges. Having trust is not a one time shift in attitude – we have to constantly choose between fear and trust. We are destined to lose many things so goal is to focus on what lasts and accept what passes
On a practical level, staying in the zone requires us to:
– observe the fear and release it
– take deep breaths
– use simple reality testing questions to determine if threats real or imagined?
5) Respect even if…
Respect and give positive positive attention without feeling the need to like a person or behaviour. We are saying yes to a basic humanity that exists in all of us. Having capacity to extend this respect is related to meeting our our own needs – meditation enhances our ability to see others and dissolves artificial social distinctions to increase elemental respect.
6) Give and receive
The biggest driver of win/lose thinking is scarcity thinking. It would be better to look at ways to expand the pie to sufficiency and even abundance before you divide it. Move from giving and taking (win/lose) to win/win/win thinking. Go from taking to giving and creating value for others.
Under stress a fear of scarcity can take over and we will only create value for ourselves and not others If we feel satisfaction and sufficiency we can address needs of others.
An attitude of giving is to:
– give for mutual gain, give for joy and meaning, give what you are here to give.